1、KeyChapter1I. Answer my questions1. International trade is business whose activities involve the crossing of national borders. It includes not only international trade and foreign manufacturing but also encompasses the growing services industry in areas such as transportation, tourism,banking, adver

2、tising, construction, retailing, wholesaling, and mass communications. It includes all business transactions that involve two or more countries. Such business relationship may be private or governmental.2. Sales expansion, resource acquisition and diversification of sales and supplies.3. To gain pro

3、fit.4. To seej out foreign markets and procurement.5. There are four major forms which are the following:Merchandise exports and Imports, Service Exports and Imports, Investment and Multinational Enterprise.6. It is the account which is a summary statement of the flow of all international economic a

4、nd financial transactions between one nation (eg.the United States ) and the rest of the world over some period of time, usually one year.7. Merchandise Exporting and Importing.8. Yes. There are great differences between them.1) direct investment takes place when control follows the investment. It u

5、sually means high commitment of capital, personnel, and technology abroad. It aims at gaining of foreign resources and foreign markets. Direct investment may often get higher foreign sales than exporting. And sometimes it involves two or more parties.2) While portfolio investments are not under cont

6、rol. And they are used primarily for financial purposes. Treasures of companies, for example, routinely more funds from one country to another to get a higher yield on short term investments.9. MNE is the abbreviation of the multinational enterprise. Its synonyms are NNC (the multinational corporati

7、on) and TNC (transnational corporation).10. Examples are travel, transport, fee, royalties, dividends and interest.11. The choice of forms is influenced by the objective being pursued and the environments in which the company must operate.12. It is limited by the number of people interested in a fir

8、m s products andservices and by customers capacity to make purchase.13. This is because at an early stage of international involvement these operationsusually take the least commitment and least risk of a firm s resources.14. Royalties means the payment for use of assets from abroad, such as for tra

9、demarks patens, copyrights, or other expertise under contract known as licencing agreements.Royalties are also paid franchising.15. It is a way of doing business in which one party (the franchiser) the use of atrademark that is an essential asset for the franchisers business.II Match each one on the

10、 left with its correct meaning on the right 1. J 2.A 3.E 4.B 5.C 6.D 7.I 8.G 9.F 10.HIII Translate the following terms and phrases into Chinese精選文庫1 購買力 11 經(jīng)濟復(fù)蘇；恢復(fù)2 潛在銷售量12 經(jīng)濟衰退3 加價，漲價13 間接投資4 國內(nèi)市場14 有形貨物5 制成品 15 有形進出口6 邊際利潤16 收入及支出；歲入及歲出7 市場占有率17 超額能力8 貿(mào)易歧視18 貿(mào)易中間人（商）；經(jīng)紀人9 時機選擇19 全部包建的工程承包方式10 經(jīng)銷周期

11、20 許可證協(xié)定IV Translate the following into English1. Trade is often the engineh.Howeverfgrowtoversimplified this metaphor may be, it does serve to underline the importance of foreign trade in the process of growth. A healthy expansion of exports may not always be sufficient condition for rapid and sust

12、ained growth, but a strong positive association between the two is clearly undeniable. Trade expansion contributes to economic growth in many ways.Among them are the benefits of specialization; the favorable effects of international competition on domestic economic efficiency; the increased capacity

13、 to pay for the imports required in development and more generally the stimulus to investment.2. International trade is the exchange of goods and services produced in one country for goods and services produced in another country. In addition to visible trade, which involves the import and export of

14、 goods and merchandise, there is also invisible trade, which involves the exchange of services between nations. Nations such as Greece and Norway have large maritime fleets and provide transportation service. This is a kind of invisible trade. Invisible trade can be as important to some nations as t

15、he export of raw materials or commodities is to others. In both cases, the nations earn the money to buy necessities.3. There exist different ways of conducting international business. Exclusive sale means the seller gives the overseas client the exclusive right of selling a particular product in a

16、designated area within a specified period of time. In this kind of business transaction, the product is bought by the exclusive seller and therefore he should sell the product by himself, assuming sole responsibilities for his profit and loss. Exclusive sale is different from agency where only commi

17、ssion is involved. Anddifference exists between general contract and exclusive sales because the exclusive seller enjoys exclusive right in a particular area.4. There is no country in the world that can produce all the products it needs. Thus countries join in international division of labor for eff

18、ective production and reproduction. Sometimes a country can buy goods and services from abroad on a barter basis. Barter means doing business by exchanging goods of one sort for goods of another sort without using money. Barter trade itself is not enough to meat a country s import needs. But as a fo

19、rm of international trade, it is still attractive in developing countries where foreign exchange is in short supply and inflow of foreign funds is far from sufficient to meet their obligations in external trade.-2精選文庫Chapter2I. Answer the following questions(Omited)II. Filling the blanks with the su

20、itable words in the text:1.meeting/satisfying; 2.agent, foreign/overseas; mission; 4.own; 5.setting;6.patent; 7.profits; 8.outlets; 9.joint, venture; 10.subsidiary III.Translate the followings into English1). Economic activity began with the cavemen, who was economically self-sufficient. He did his

21、own hunting, found his own shelter, and provided for his own needs. As primitive populations grew and developed, the principle of division of labor evolved. One person was more able to perform some activity than another, and therefore each person concentrated on what he did best. While one hunted, a

22、nother fished. The hunter then traded his surplus to the fisherman, and each benefited from the variety of diet.In today s complex economic world, neither individuals nor nations are self-sufficient nations are self-sufficient. Nations have utilized different economic resources; people have develope

23、d different skills. This is the foundation of international trade and economic activities.Foreign trade, the exchange of goods between nations, takes place for many reasons. The first, as mentioned above, is that no nation has all of the commodities than it needs. Raw materials are scattered around

24、the world. Large deposits of copper are mined in Peru and Zaire, diamonds are mined in South Africa, and petroleum is recovered in Middle East. Countries that do not have these resources within their own boundaries must buy from countries that export them.Foreign trade also occurs because a country

25、often does not have enough of a particular item to meet its needs. Although the United States is a major producer of sugar, it consumes more than it can produce internally and thus must import sugar. Third, one nation can sell some items at a lower cost than other countries. Japan has been able to e

26、xport large quantities of radios and television sets because it can produce them more efficiently than other countries. It is cheaper for the United States to buy these from Japan than to produce them domestically.Finally, foreign trade takes place because of innovation or style. Even though the Uni

27、ted States produces more automobiles than any other country, it still imports large quantities of autos from Germany, Japan and Sweden, primarily because there is a market for them in the United States.2). The different kinds of trade nations engaged in are varied and complex, a mixture of visible a

28、nd invisible trade. Most nations are more dependent on exports than on any other activity. The earnings from exports pay for the imports that theyneed and want. A nation s balance of payment is a record of these complex transactions. By reflecting all of these transactions in monetary terms , a nati

29、on is able to combine the income it receives, for example, from exports, tourists expenditures, and immigrant remittances. This combined incomes is then spent on such items as manufactured goods from other countries, travel for its citizens to other countries, and the hiring of construction engineer

30、s.-3精選文庫Chapter3I. Translate the followings from Chinese into English:1 terms of payment 2 written form of contract3 execution of the contract 4 sales contract5 purchase confirmation 6 terms of transaction7 trading partners 8 the setting up of a contract9 trade agreement 10 consignment contract11 th

31、e contract proper 12 extension of the contract13 the contracting parties 14 special clause15 general terms and conditionsII. Answer the following questions in English:1 A contract is an agreement which sets forth bind obligations of the relevant parties. And any part that fails to fulfill his contra

32、ctual obligations may be sued and forced to make compensation.2 There are two parties of business contract negotiations: oral and written. The former refers to direct discussions abroad; written negotiations often begin with enquiries made by the buyers.3 A written contract is generally prepared and

33、 signed as the proof of the agreement and as the basis for its execution. A sales or purchase confirmation is less detailed than a contract, covering only the essential terms of the transaction. It is usually used for smaller deals or between familiar trade partners.4 The setting up of a contract is

34、 similar to that of a trade agreement or any other type of formal agreements. It generally contains: 1) the title. The type of the contract is indicated in the title; 2) the contract proper. It is the main part of a contract; 3) the signature of the contracting parties indicating their status as the

35、 seller or the buyer; 4) the stipulations on the back of the contract and are equally binding upon the contracting parties.5 It generally contains the time of shipment, the mode of payment described in addition to an exact description of the goods including the quantity, quality, specifications, pac

36、king methods, insurance, commodity inspection, claims, arbitration and force majeure, etc.III. Translate the following into Chinese:合同是在雙方達成協(xié)議的基礎(chǔ)上制定的，而協(xié)議又是雙方進行商務(wù)談判的結(jié)果。商務(wù)談判有口頭談判和書面談判兩種形式。 口頭談判是通過參加商品交易會，派遣貿(mào)易小組， 出國或邀請客戶本國進行的面對面討論， 而通過國際長途電話所進行的商務(wù)討論也屬于口頭談判。IV. Case Study1 The law of the United States o

37、f America applies to this contract because: (a)this was a CIF contract; (b) the place of conclusion of the contract was in the USA; (c) the place of the execution of the contract was also in the USA. The seller completed this responsibilities after he delivered the goods at the port of the USA.2 Thi

38、s contract was not concluded effectively. Item 1 of Article 19 of the CISG indicates, " A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection to the offer and constitutes a-4精選文庫counter-offer.In this case, though Mr. Joh

39、nson accepted Mr. Anderson's offer, his acceptance contained some additions to and modifications of the offer; for example, Mr. Anderson asked for " telegraphic transfer", Mr. Johnson sent the money to the bank to be kept there. According to Item 3 of Article 19 of the CISG, alteration

40、 to the mode of payment is material one, thus Mr. Johnson might keep silent and reject the acceptance.Chapter4I (Omited)II 1) F. Price terms, or trade terms, are used to indicated the different liabilities, cost and risks of the buyer and the seller.2) F. Warsaw-Oxford rules specialize in explaining

41、 CIF contracts.3) T.4) T.5) F. On CIP terms the seller s responsibilities end when he hands over thegoods to the carrier at the place of shipment, although he has to pay the freight rate and insurance premium.6) T.7) T.8) F. By CFR Landed is meant that the seller pays for unloading the goods at the

42、port of discharge.9) T.10) F. On FAS terms the seller needs only to put the goods within the reach of the ship s tackle. He ist noresponsible for loading the goods on board.III. Judgmenta) Incorrect. On FOB terms the seller s responsibilities end when he delivers the goods at the port of shipment, t

43、hat is, at one of the ports in China.b) Incorrect. On CIF terms the seller pays for transportation and insurance till the goods reach the destination; the terms should be followed by the port of destination.c) Correct.d) Incorrect. On CIP terms the seller pays for transportation and insurance till t

44、he goods reach the destination; the terms should be followed by the port of destination.e) Correct.f) Correct.g) Incorrect. On FOB terms the seller s responsibilities end when hedelivers the goods at the port of shipment, that is, at one of the ports in China.h) Incorrect. On DES terms the seller mu

45、st put the goods under the actual control of the buyer at the port destination; a port of destination should be attached to DES.-5精選文庫i) Incorrect. On DDP terms the seller must physically deliver the goods to the buyer at a named place in the import country, that is, a named place of destination sho

46、uld be added to DDP terms.j) Correct.IV. Translation1) please refer to INCOTERMs (199002) you must load the goods on board in accordance with the stipulations of theINCOTERMS3) In reference to the consignment of June 54) but our business is on cash payment whether the customs are new or old5) meetin

47、g each other halfway and allowing you a 10% discount6) the lowest FOB Liverpool prices of the following articles.7) Our prices are subject to change without notice8) As this is a big order, we hope you can make a 5% discount off the list price9) Because of the frequent change of the market prices, i

48、t is not possible for us to keep the prices open for a whole week10) to receive your cable offer of July 15 for 300 dozen shirts of sample No.1302 CIF New York at USD 35 per dozenV. Case Study1) It was not right for the buyer not to take delivery of the goods. In this case, the contract concluded be

49、tween the seller and the buyer was on CIF terms,according to which, the seller s responsibilities ended when he loaded the goods on board the ship and paid the freight and insurance premium; the risk separation was the side of the ship; that is to say, the risks were transferred to the buyer or the

50、other parties concerned after the seller put the goods on board the ship. Since the documents presented by the seller were right and proper, theseller could directly get paid form the Issuing Bank of the L/C.However, part of the goods got lost because of rough sea. Does this meanthat the buyer suffe

51、red loss? It is definitely not the case because there are other two sub-contracts existing on CIF terms-I/P and Bill of Lading. In this case the buyer could claim damages with the insurance company, but he had to takedelivery of the goods. Obviously, the actual reason for the buyer s refusal to acce

52、pt the goods in this case was that the prices of the goods were going down.This is, certainly, unjustified.2) In this case the contract was concluded between Company E and Company W on FOB term, according to which the seller (Company E) ended his responsibilities when he delivered the goods on board

53、 the ship at the port of shipment. He did not need to pay for transportation of the goods or the insurance premium. Therefore, it was not right for W to ask E to pay thefreight and indicate “ Freight Repaid ” on the Bill of Lading. The reason why W asked E to do that might be that he wanted to trans

54、fer the freight charges to E.However, in practical dealings, foreign trade companies often comeacross such situations, especially when a contract is concluded with an agent,who wants to resells the goods. In this case, E might comply with W s request,-6精選文庫but he had to indicated that the freight sh

55、ould be borne by W.Chapter5I. Give the Chinese equivalents for the following English terms:1 本身所具有的特性2 光澤、造型、結(jié)構(gòu)3 耐用性 4 可銷售性5社會屬 6消毒7適用性 8衛(wèi)生9 規(guī)格 10 水產(chǎn)品11 跨國公司12 保證生活質(zhì)量II. Two columns are given for you to decide which method is best suited for a certain commodity. Please match them.1A,2C,3D,4E,5B,6G,7

56、F,8HIII. 單項選擇題1.D 2.A 3.A 4.B 5.D 6.C 7.A8.C 9.D 10.C 11.C 12.C 13.A 14.B15.B 16.C 17.D 18.B 19.C 20.C 21.D22.D 23.A 24.A 25.D 26.BIV.多項選擇題1.AE 2.ABE 3.ABC 4.CDE 5.AC6.ABD 7.BCE 8.ACDE 9.BD 10.AC11.BC 12.AC 13.BCDE 14.CD 15.AB16.CDE 17.ABCDEV. 案例分析1、答：買方的要求不盡合理。理由如下：采用 FOB 術(shù)語成交，一般由買方負責(zé)租船訂艙。賣方可以接受賣方的

57、委托代為租船訂艙，但賣方不承擔(dān)租不到船的責(zé)任和風(fēng)險。就此案例來說， 因公司代為租船沒有租到，買方又不同意更換條件， 因此，該公司不承擔(dān)因自己未租到船而延誤裝運的責(zé)任，買方也不能因此提出撤消合同。所以，買方的要求不合理，責(zé)任和風(fēng)險應(yīng)該由買方自己承擔(dān)。2、答：我方不能因床單受潮而拒付貨款，也不能向賣方提出索賠。理由如下：（ 1）采用 CIF 術(shù)語成交時，屬于象征性交貨，賣方是憑單交貨，買方是憑單付款，只要賣方如期向買方提交了合同規(guī)定的全套合格單據(jù)， 即使貨物在運輸途中損壞或滅失，買方也必須旅行付款義務(wù)。 反之，如果賣方提交的單據(jù)不符合要求，即使貨物完好無損地運達目的地，買方仍有權(quán)拒付貨款。就此案例而言， 賣方提交了全套合格單據(jù)，我方應(yīng)支付貨款。（ 2）在 CIF 條件下，買賣雙方風(fēng)險轉(zhuǎn)移界限以船舷為界。貨物